Ep. 16 | The Art of Sales Psychology Starts with This

The host is excited about the episode on the art of sales psychology. They talk about positive focus and upcoming travel plans. They then discuss the challenges of running a business and the importance of sales. They offer strategies for attracting and reaching out to clients and emphasize the need to understand the client's perspective. The main points of the episode are: 1) Accidentally attracting the wrong clients, 2) Building effective messaging, and 3) Selling in a way that resonates with the ideal client. Hello, hello, hello. Welcome back to your Conversation Pit. I'm Ash Henry. I am euphoric about this episode right now because the art of sales psychology is everything I live and breathe. It is my favorite thing to talk about. It is my favorite thing to work on with clients. And the fact that we can bring it to all of you here as though we're in the Conversation Pit with a cute little mocktail or cocktail or coffee, just hanging out, chitter-chatting about how to support your business with this, it's unmatched. It is so good. So the episode title is The Art of Sales Psychology Starts With This. And of course, I'm over-delivering because I've definitely given more than just one or two things. But let's start with positive focus. Would love to hear yours. Send it on Instagram. That's where I would love to DM with you the most. But if you've never left us a voicemail, would love for you to leave us a voicemail. And you can do that below in the show notes. So my positive focus today is that the upcoming months are going to be so full of so much travel. I have been itching to get back to old places and see new ones. I feel like I've been kind of in a revival moment of my own self. And I never think that we're reimagining ourselves. Or even evolution is kind of funny to me because evolution in and of itself means releasing what no longer serves us and just getting back to the truth of what is and what already is there but maybe was limited or covered by other things that we picked up in our journey. And I feel like I've been in that. I've been releasing old things, refining what belongs in my life, what belongs in my mind, what belongs in my speech. So much. So many things. So going back to old places, kind of coming home in a sense, and then seeing new ones. It's my favorite thing. So in 2024 thus far, we've enjoyed going to different places in North Carolina, Florida, and we stayed in Las Vegas for seven or eight days. And upcoming travels revolve around California for our sweet Emma's wedding. If you don't know Emma, she is our creative assistant for the Cheetah Company. She does so much behind the scenes and she's been with us for years. And then we are going to the coast of North Carolina for a client's in-person event that I had the honor of planning alongside her and then Florida again to go and see my best friend who just birthed a baby and see my sweet niece, that's what she is to me, who just came into the world and so, so, so excited. She is just such a sweet little baby. I can't wait to meet her in person. So that's my positive focus. If you have anything you'd like to share, share it on over. And we are heading to Oregon. That's another big trip that we have planned this year. And I would love your recommendations. We have so much planned within our seven days of going and being there with some of our closest friends, but I just love hearing recommendations, especially for coffee shops. That's the big thing. But let me know everything and anything on Instagram. I would love your suggestions. So this whole episode, I just, I just know it might potentially influence you to feel emotional. So shut me off now if you don't want to get emotional, but if you're ready to go there, let's go there. So if you're thinking about throwing in the towel of your business, maybe you haven't taken salary in a long time. Maybe you've hired other folks in your business that you're now essentially giving your salary to as you're taking care of that in between time when you have the funds and you have enough to provide to them, but you're also using cash reserves. So you're just like, you know what, I won't take salary. I'll just stay here within this place and get this business where it needs to go in the next 90 to whatever many days. I mean, hopefully within X amount of quarters, right? You're pre-planning, you're hopeful, you're creating projections, you're making sure that your actions are very much aligned with those projections that you're putting in place. Perhaps you're bringing new offers to the table, sun setting old offers. Perhaps you're considering just sun setting the whole damn business. This podcast episode is for you. No matter what is happening within your business, I'm going to go ahead and assume that sales have decreased if you're thinking about throwing in the towel. There is nothing inside a business that will not influence an entrepreneur to consider throwing in the towel more than decreases in sales for a consistent X amount of time. That could be 12 months, six months, nine months, whatever it might be. It can just really get to your sense of not even just self. I hope that you don't let it get to your self-worth, your self-value, but specifically the value of your business. Of course, a business has so much value beyond its monetary stance, but the difference between something that's in commerce and is not in commerce is the exchange of money for services, money for goods. I assume if you're thinking about throwing in the towel that you're just kind of like a hesitant swimmer standing at the edge of a murky pool, contemplating whether to dive back into those corporate waters, fearing the judgmental eyes of family and friends who might perceive failure in every stroke, no matter if you're continuing your business or sending job applications out on LinkedIn, or maybe the clients you're attracting are causing you absolute migraines with the constant scope creep, sweaty palms, clutching onto hope like a lifeline, as if afraid to let go and drown in the sea of doubts about the viability of your business. But if you want to keep the online business lights on and thus you return to setting hard boundaries with the client, that never should have been allowed back on that roster. Or maybe the projects you're landing aren't aligning with where you want to be in your business, but you haven't had the chance to pivot your messaging because you're so busy with said projects. You still need to update your website. You're maybe thinking about sunsetting that other offer or combining it with another offer because you see how important these foundational steps are for the beginning business owners that you're serving, or perhaps these products and these services need to be bundled for this reason. And like a weary traveler with three cups of coffee in hand on a Sunday evening, there you are clicking through and navigating through the sticky and sometimes venomous web of online strategies, just really feeling the weight of exhaustion setting like an anchor in your bones. Or maybe I've gotten real poetic with this whole episode, but maybe you're at this point of manifesting and you're just hoping that Quantum Leap is on the other side of this next live launch. Breathless and yet manifesting hope like a desperate magician, you're frantically waving your business wand in the air, praying for Quantum Leap to transport you to a place of success beyond the current struggles. Our main points this week will support you in seeing a different way of bringing sales into your business, attracting, yes, but also outreaching to, not hoping for the algorithm to do that work on your behalf, not having to take what's already worked with your organic marketing and funding it into paid ads that, frankly, you just currently do not have the capability to invest in because sales have been down for X amount of time. Or maybe I can just help you see that you might not need another X, Y, and Z about how to market better or how to craft better offers. Maybe you really, really need some support with sales, the thing that you're potentially not turning towards because it's nerve wracking. With sales, it's like a constant talent show. You have to put yourself on the stage, present this thing that you believe is a talent. You have to decide how you're going to allow yourself to feel when the perception of the folks in the audience decide if they're going to stay and continue to watch your talent or leave and not watch your talent. Then a decision of are they going to let you into the next space, the next place where you are going to then receive not only engagement and their email addresses so they can reconnect with you for the next time you're showing this talent, but perhaps that they will move into a show that you are being paid for because your talent show is now going on the road. I want you to just consider how connected are you to your sales strategies, your tactics? Do you know how to bring consistent revenue in your door no matter what's happening with algorithms, no matter how many emails you got out last month, or how often you are showing up on Instagram stories? What if you had just such a simpler way? I don't really like what if messaging, honestly. I think it's so old in the marketing realm. In this sense, I really want you to consider what would it feel like if every Friday you know exactly what you were doing for the following week to increase your sales, to increase your bottom line for the next month, for the next quarter, projecting all the way 12 months down the road because you have such a hand in your sales strategies and you know exactly what to do to support each individual sales strategy that you have per platform, per business if you have several brands. You get it. You know what to do. That's where I want you to get to. Our main points this week are number one, the social playground and why you might be accidentally connecting with the exact clients you're trying not to attract. Number two, your connection first approach being the easy way to begin building the messaging you've been meaning to craft and curate. Number three, knowing how to sell like your ideal client wants you to, speaking their love language instead of their own. I'm going to redo that. Number three, knowing how to sell like your ideal client wants you to, speaking their love language instead of your own. So we're going to go through some of the buyer types. We did this already in the previous episode, which was called Mastering Sales Psychology in 2024 and beyond. But now I'm going to provide you ways that you can actually start to implement tactics into your messaging consistently over and over and over again, not just during a live launch, not just during a creative campaign rollout, but constantly. You can infuse this into everything that you do in your business to ensure that the folks that are reading your content, consuming your master classes, joining you in anything that you put together to expose them to your talent, to then hopefully help them move into a paid service container to purchase a product, et cetera. I want you to be able to take all of these pieces and infuse it into your messaging constantly. So you don't have to wonder whether you're hitting the mark. You're going to know if you're hitting the mark with your marketing based on your sales activities and how much your revenue is going up and down and how often you are able to connect with qualified leads through comments, DMs, views, email signups, all of the pieces that come in with email signups, aka, are they moving through your funnels? Are they clicking through the links that are in your funnels? Is everything being opened or unopened? Again, with a little caveat that there's some pieces with the privacy policies of Google that you're not going to be able to just depend on your open rates, but that's what click through rates are for. I really want you to be able to take all of this and infuse it into your marketing ASAP. So this will be a good note taker episode that you can come back to. I would love to sit alongside you in this digital format while you're creating your next content calendar, while you're creating your next live launch. Okay. So exploring the four common buyer types. As a reminder, I teach buyer types from a state of buyer love languages. So a bit of a refresher from the last episode, like we mentioned, it's a perfect sister episode to this one, and I would arguably say a better starting point than consuming this episode. So I'm going to talk a little bit about that. I would arguably say a better starting point than consuming this episode first. So if you haven't listened to it, head back. It's called Mastering Sales Psychology in 2024 and Beyond. So the buyer types as buyer love languages. Number one, the power buyer. Number two, the friendly buyer. Number three, the logic buyer. Number four, the attention buyer. And just a reminder, this was something we mentioned in the last episode. If you struggle with remembering these four buyers, you can remember that these buyers buy the thing that's in their buyer names, which still sounds a little confusing as I'm saying it out loud. But the power buyer buys power. The friendly buyer buys friends, buys friendliness, buys good service, buys good support. The logic buyer buys logic. The attention buyer buys attention. A little different from the friendly buyer. The attention buyer wants to feel like they are your VIPs, that they will forever and always be your OGs and your ride or dive, whereas the friendly buyer is hoping that you will help lead them to a choice. So we'll get into that a little bit in the next couple of notes here. But the friendly buyer is really interested in being led, and so they are buying friends that will lead them to the next standing point or starting point in their lives and their businesses. So the power buyer is interested in seeing how the purchase they make with you will elevate their status in the social playground. They're interested in being seen as an authority in their own right. They disown hierarchical relationships, and they're quick to share their points of view. They sit in the more logical stance of purchasing power, and they will be interested in social proof, analytics, case studies, and hard evidence that your process and your products are working in the market as you proclaim that they are. Luxury markets are often rooted in this buyer as well as the attention buyer. And I'm giving you an overview of these buyers again, but then I'm going to tell you how to infuse actual tactics into your messaging and your marketing to increase these power buyers to come forward and communicate with you. And also, when you put these pieces into your messaging, into your sales assets, especially on sales pages, this increases conversion. So if you've ever, you know, heard the whole song and dance of like, I can help you increase your conversions on your website, this is what very strategic web designers are doing that they don't necessarily communicate. So I'm giving you the framework that a lot of those folks will use to elevate websites and increase conversion. So continuing down, the friendly buyer is interested in being led. They're interested in hearing your opinion and why you believe that they would be a good fit for an offer or a service. I see this buyer often fall from the customer journey before conversion just because female founders may not invite this specific buyer to be in an experience to be led because there's a desire for folks to just jump in and join without any handholding. Friendly buyers really enjoy the handholding with online services in the same way that they might ask a boutique owner if they like one dress or another or if they like this purse and those shoes together. So the logic buyer is interested in much of the same that the power buyer is and wants. But if you try to console the logic buyer with emotion or persuade them or stroke their ego, then you will lose the sale. Whereas the power buyer has a very defined and obvious interest in status and exclusivity that they will be interested in an ego stroke more often than not. And the logic buyer is all data and visual aids like graphs and spreadsheets and percentages. They're going to ask about ROI more than anything else and they'll very much consider their return on time as much as the return on investment. The attention buyer is interested in, you guessed it, attention and they want to feel like they are your VIPs, your OGs, your day ones, regardless of where you go and grow. They're interested in being seen and heard and invited to be a part of the process of creating offers, marketing offers, selling offers and are often your best affiliates and referral partners. So luxury markets love to market to this type of buyer as well as the power buyer. So let's explore all of these types. I'm going to provide you with actionable items to add into your marketing and sales plans immediately. So from this point on, wherever we are in this episode, just take a quick screenshot so you can come back to it when you have a pen in your hand or you can really focus on saying, okay, my brand is centered around this specific buyer and this specific buyer. Here's how I'm going to infuse all of these pieces into my messaging based on these buyers. That being said, just a reminder, all of us have one dominant buying type and we usually have one subdominant buying type. And I do still want you to focus on all buyers. I don't think we should just only focus on two, but if you focus on all four all of the time, it can kind of get a little sporadic. Whereas if you focus on two, then you're probably going to be in the emotional realm or the logical realm and you can sprinkle in a bit of logic and a bit of emotion on each side. So you're kind of welcoming in all buyer types at once, but you have these very obvious actions that you can take and start to test for the next 90 days at least. But of course, I would be more interested in you testing for 6 to 12 months to see which buyer is going to be most attracted to your business based on the marketing you're putting out, based on these buyer types that you're focusing on. So with the power buyer, you'll want to focus on number one, building relationships with folks that are already interested in status and exclusivity. We're not trying to convert people to be interested in status and exclusivity. So you'll notice this by the clothing they wear, the masterminds they're in, the clubs that they're a part of. If they choose to fly economy or first class, do they seem to really desire the best in class service? That might be a pointer. Number two, giving space to your ideal clients to share their perspectives with you and on your platforms. Providing a space for power buyers to speak their opinions is going to show you whether they're more of a power buyer or if they'll end up more in the friendly buyer attention area. You can tell this through their verbiage, and I teach more about this in our sales course, which you can see down below if you'd like to tap into that. Number three, inviting those buyers to connect with so-and-so from your network because they'll be a good fit. Coordinating a new relationship in a social club kind of way, that is the easiest, most timeless way to welcome in the power buyer. But of course, networking is kind of always included in entrepreneurship. By all means, it should be. But when you're connecting a new relationship between two parties that you think are a good fit together, you're showing your individual power and authority, that you're thinking about them, that you know that they would be a good fit for this person, yada, yada. And both people are now going to look at you as the person that connected them together. And if it's a good relationship, they'll think of you in a great way. If it's not such a hot relationship, they'll still be considerate that you led them to a networking opportunity. Number four, you'll want to share social proof, case studies, and the analytics behind your client's success stories with everyone. Remember that status is queen here. And now we're moving on. With the friendly buyer, you'll want to focus on number one, building a relationship with them and seeing through conversations. If they seem to be someone that asks for others' opinions a lot, that's usually a very obvious pointer that they might be a friendly buyer. If they ask for people's opinions about so-and-so or this product or if they're on their stories pretty often about can you give me makeup advice, can you give me this and that. Number two, you'll be able to see this in their public-facing content too. If they're a regular question asker instead of an opinion teller, you might have a friendly buyer on your hands. Number three, consider asking their opinions in conversations you're having with them to see if they easily share their opinions or if they're a bit waffling in their declarations and pass the mic to you instead. With the logic buyer, you'll want to focus on very similar points to the power buyer with analytics, case studies, social proof. But if you're actively in a sales call or conversation with one of these buyers, do not try to hold their hand. That's point one. Point two, emotional moves will influence them to see the process as weak and unstable. They want data. Number three, they're very disinterested in status and exclusivity. They want results and if the status and exclusivity comes with it, that's fine. But they're not going to be interested necessarily in all of the roundtables or all of the time spent connecting and engaging and networking within a mastermind or within an app. They're interested in having results and they're going to make sure that that's the primary focus of any container that they're going into or any product that they're purchasing. You'll have to show the ROI and return on time through your content, sales pages, and sales assets. With the attention buyer, you'll want to focus on hyping them up in every which way, comments, DMs, all up on their stories and in their emails, responding to their email campaigns like you are three cups of coffee deep at a cafe just waiting to freaking chitter chat. If you don't already know this, this is the very focused buyer that we focus on. We are quick to focus on VIPs, OGs, people being a part of our Cheetalicious club. Once you're in, you're always in. We love you forever. We do this every single week, hyping people up on their comments, in their comments, sending them DMs, showing up on their stories and in their emails, responding to their email campaigns. That is our process. Number two, the sales process with this buyer is like a wine night. It's chill. It's a vibe. You'll be hyping them up and listening to them more than you're talking, but when they ask you to talk or there's a space for you to talk, your words will need to directly encourage and impact them versus put you on a pedestal. It's a great time to bring in affiliate marketing with them if they've already been a client and they're going to be your favorite user-generated content creators. If they share a powerful perspective or a piece of content on their feed, I'd suggest reshare it to your stories or highlight it in your newsletter because they want and crave that attention so much. Treat them like day ones and they'll stay your forever ones. Exploring the way to infuse their buying habits and psychology into your content allows for you to consider the social playground you're playing within and why you might be accidentally connecting with the exact clients you're trying not to attract. If you don't want to work with power forward buyers, then you'll want to focus more on the actions and the friendly and attention buyers list. If you don't love all of the questions about ROI because perhaps your work is more focused on, yes, results are an obvious byproduct of the skills that they are sharpening, but you're learning a skill, you're teaching the skill, and thus, let's say you're a coach or consultant, they will have to take so much action within those skills to make sure that they're going to get the results. Of course, you can't promise results because it's a co-creation, collaboration between two parties. So moving on to connection first approach, I like knowing people's love languages and buyer love languages so much. My love languages are words of affirmation and acts of service, and surprisingly, I am more often a power buyer and logic buyer. My love languages and relationships are a bit softer than they are in my buying process. I used to be an attention buyer, and I still do enjoy receiving attention for expressing my love for the brand and my advocacy for the brand, but being a power and logic buyer, those buying types are the easiest for me to come back to my husband, who is my business partner, and say, hi, I have all of the information you need because he is a logic buyer, and I would say I'm a power buyer in the sense that I want to make sure I'm not jumping into a place that's just going to have that whole shenanigan of build a cult-like following. We have some content coming out about that later on this month. I can't stand it. I don't want to be in a cult. You don't want to be in a cult. I'm not a follower, and neither are you. We are all at the table sharing ideas, sharing knowledge, sharing information, and so I see even right now my power buyers coming out with my very declared opinion. So it's truly out of necessity at this point to come home to my husband with a PowerPoint presentation of why I think this next investment is a good one. We discuss and decide a lot when it comes to larger purchases, and it's always felt really supportive for me as someone who used to be very splurgy in my teen and early 20s. So that being said, pivoting this conversation to the connection first approach, this is the easiest way to begin building the messaging you've been needing to craft and create within your marketing strategy and sales assets. Your messaging is in your clients' mouths, and it always has been. Your marketing shouldn't just populate from chat GPT and your competitors' websites and social platforms. Their clients and your clients are still going to have main differences, especially if you're running a personal brand business that's rooted in you as the main character. You have to tap into the main character energy. Even if you'd rather maybe be behind the scenes and really support a brand from the behind the scenes, you are still the main character that has to come out because they're still buying the relationship that they have with you before they are purchasing your services. They can get that anywhere. So when you approach outreach with a connection first approach, you're going to be noticed. Some of these examples which this will come into effect would be engaging with ideal clients online, in group settings, via comments on Instagram, in webinar chats that LinkedIn promoted. If you roll in like a power buyer, prepped and ready to show off your own perspective with a haughty chest, then you're going to detract from the possibility of rapport being built. However, you would connect with a random stranger on the street when you both notice something at the same time and laugh about it or the way that you'd respond to what I call fringe friends that you see sometimes when you go to your favorite coffee shop and they're always there. That's the same way I'd like you to start connecting with ideal clients. Let go of the authoritative stance, that power buyer stance, where you have to share all of your opinions, all of your perspectives, become this authority in the room, this expert. We've always been about serving from a friend stance and that ultimately leading into a sales conversation. And I am a projector, so that is my rightful, I guess, I don't know the correct word, identity authority strategy. I think it's strategy. It's my rightful strategy to wait for the invitation from someone that is in my surroundings that is hearing my expertise and is like, oh, I need some of that. The beautiful thing is that no matter where you are on the spectrum of human design, you will always be noticed when you share your expertise, yes, especially if you're doing that really well within your marketing messaging. But anyone and any of the different human design archetypes, you are able to notice that when you are acting in your own unique strategy, that there's still a sense of rapport needing to be built no matter what. Let's take like a manifesting generator. No one really wants to learn from a manifesting generator that can't pause for a moment and share how or what or why. They are constantly creating, constantly bringing in new activities, new hobbies, new businesses to life, new projects. But if you can't show the how, it gets a little bland. It just becomes like, oh, well, yeah, you have another project that's come out. You have another thing that's here. That's awesome. But what's the how? What did you go through to get there? That's when manifesting generators really tap into their actual magic is when they can pause and show the how for the creativity that's being generated through them and their vision comes to life outside of them. So the rapport that would be built with that type of design would be showing the how as the creative. For me, it's sharing my expertise, being the academic in my own lane, being the advisor that is here, sitting here ready to support you whenever, but my expertise is going to be on display. The talent show idea at the beginning of this episode was very much crafted by me for me because I know if I share my talent and I show my talent while being a rapport-building individual that navigates the online space and connecting with online potential clients, I know that I'm going to build a friendship, build a rapport, and that cadence is going to naturally take us down the customer journey. Even if it takes a little bit more time than perhaps paid advertisement that is hitting on a very specific problem that someone needs to be solved immediately and then they fall into a funnel, they receive all these free resources from me, and that eventually leads to a paid request. That's the same thing that we're doing when we're talking about sales psychology and organic rapport-building outreach that we are discussing here that combines with the beginning of this episode and our previous episode of here's how to talk to these different styles of buyers within your marketing messaging constantly, regularly, so they never feel like you're not in their brain, but they always feel like you are, that you're sitting right next to them and you're building a rapport with them. So when you're too power forward and authoritative, it's felt, especially by other females, if you're also marketing and selling to females more often than not, shift your language to be approachable, friendly, accessible before you begin to show your authority through your unique perspectives and opinions. We don't want you to lose that credibility because your opinion is so important, but connection first is the aim here. So the number one key to increasing your sales in 2024, I'm going to give you more of this on our blog, but just a reminder, knowing how to sell like your ideal client wants you to, speaking their love language instead of just speaking your own will increase your sales. When you're trying to sell a friendly buyer with stats and figures, they'll be lost in the sauce because their favorite way to experience a sales consult is through emotional connection. They want to know that you're going to be there for them, support them through the process, hold their hand more than slam down graphs that show the ROI, reversing the same equation for the power buyer. If you hold their hand or even try, girl, they might slap your hand away virtually. You might have just received an unfollow, and it's not because you're not great at what you do or you can't help them, but it's because they can't see that because you just tried to hold their hand instead of provide them with how is this going to increase my status in the world? So instead, you'd want to show them that the status exists on the other side of joining your mastermind because they'll be like-minded individuals, able to network with other six and seven figure founders, and in rooms that they don't have to be the smartest in, but will be given a soapbox to share their opinions from. So if the 2024 market has felt different for you with decreasing sales and engagement and navigating the treacherous waters of corporate return that feels like tiptoeing through a minefield of family expectations, each step triggering explosions of doubt and insecurity, then I invite you to consider how you're selling and if it's a good fit for your clients or if it's just a usual routine for you. I've provided some more on the blog. You can find that at thecheatacompany.com slash blog. Find this episode title in there, and we are providing a bit more for you. Here is the main thing that I want to suggest to you. You do not have to figure everything out at once. You can't. You cannot do 60 million things within your business all at once, but you can enlist others to support your re-evaluation and feel confident in that process that you're making a major step forward. If any of this resonates with you, for you, if you've been feeling this pressure within your business to increase your sales because they've been decreased, if you feel like all of the work that you used to be able to just put out there and you would attract the right ideal clients, but that's really shifted and changed because you've shifted and changed, I invite you to explore our services starting with our signature course that teaches sales psychology. I want to show you how to connect and sell your best fit clients with your own unrivaled approach. The way that I teach is very similar to a lab or a simulation. I provide you with steps to take while asking you to bring in your personality, your own standout characteristics that make your sales processes different from your competitors and thus uncommon in its own right. If you have any questions, we're always here to chat. Connect with us via email or on Instagram for the quickest responses, but I really invite you into the Timeless Sales Method course because I know you need a timeless sales method. Your conversation topic of the week is to consider how your clients have purchased in the past. I've recorded every sales call I've ever had since the beginning of this brand. I walk back through those conversations often like a basketball coach watching a game. Deal closed or not, the sales call has data that I need now and forever to market to our best fit clientele while repelling the rest. I invite you to do the same. So I'll see you in the next episode. Thank you so much for your time today, this week, all of the time that you're giving into your business. We see you. And if you just want to chitter chat and you need a pep talk, a reminder of your business why and who you are and why your business is so important, why you deserve to continue to move through your own business journey and really embrace the next golden era of your business, just know that I'm here. I'm always, always, always open to communicating wherever you reach out to us, but especially through Instagram, DMs, I'll voice memo you back. I'm always here for you. Okay. Talk to you soon. We'll see you in the next Your Conversation Pet.